Part II: Are You Fanatical About Top-Grading Your Team?

If there is but one sales leadership discipline that defines success, it would most certainly be the ability to hire great talent. The right person can help you launch your success to new heights, while the wrong person can almost single-handedly scuttle your hard work and effort. Is your hiring practice strategic, thorough and consistent?

Read More

Three Keys To Empathetic Sales Leadership

Empathy is the ability to step into the shoes of another person, aiming to understand their feelings and perspectives, and to use that understanding to guide our actions. Empathy is not about feeling for someone; it’s about feeling with someone. It is feeling what another person feels. And, since leadership centers on delivering and creating action, it stands to reason that guiding our actions as leaders through a filter of empathy is not only the right way to treat our sales people, but also a more effective form of sales leadership.

Read More

How to Handle Sales Objections in 3 Easy Steps

Objections can be tough for sales people. I get it. An important fact to remember is that if a buyer is discussing an objection with you, then it is not a deal breaker, it is a deal “pauser!” If a prospective buyer is still considering purchasing a home, then they are motivated to discuss objections with a sales person. The fact that customers bring up objections means they are, in fact, still in the market. And it’s your job to help them overcome.

Read More

3 Ways to Convince Your Boss to Send You to Sales Leadership Summit 2019

Let’s face the facts…When you’re working for a builder, it’s really, REALLY hard to ask to spend their tightly budgeted dollars. Especially when it comes to attending a conference. What’s going to ultimately win their “yes” is proving that your attendance will positively affect the bottom line and add momentum to sales, profit and margin. With that in mind, I’m sharing 3 ways to convince your boss to send you to Sales Leadership Summit 2019. 

Read More